Head of Business Development

About the role

Horizen Labs is at the forefront of the verifiable web, specializing in applied cryptographic research and developing technologies that enhance privacy and trust. The company is looking for a Head of Business Development to spearhead its commercial strategies in the quantum computing sector, which includes building a robust pipeline and leading strategic partnerships.

In this role, you will define the business development strategy across various verticals, negotiate high-value deals, and convert pilot projects into ongoing revenue. You will also have the opportunity to shape the BD team as the company scales, ensuring that Horizen Labs continues to innovate and lead in the blockchain technology space.

Skills that matter here

• enterprise business development: This role requires extensive experience in enterprise business development to drive revenue growth.
• strategic partnerships: Building and managing strategic partnerships is essential for expanding Horizen Labs' market presence.
• quantum computing: Technical fluency in quantum computing is crucial for discussing use cases and engaging stakeholders.

Who this role suits

• You have a proven track record in business development within deep tech or complex technical platforms.
• You thrive in environments where you can be both strategic and hands-on, adapting to the needs of the moment.
• You possess strong negotiation skills and have experience closing complex, high-value deals.
• You are comfortable building and leading teams, with a focus on scaling revenue.

From the employer

Key Responsibilities

• Set the BD strategy. Define target verticals such as Defense, finance, pharma, and logistics, along with ideal customer profiles and priority accounts; and own the annual BD plan and revenue targets.
• Build and own the pipeline. Generate and qualify opportunities through outbound, executive networks, events and partner referrals, with disciplined forecasting.
• Lead strategic deals end to end. Negotiate design partner agreements, paid pilots and proofs of concept, and multi-year platform access and co-development contracts, partnering with Legal and Finance on terms.
• Convert pilots into recurring revenue. Agree success criteria up front and drive early engagements into multi-year commercial agreements.
• Build strategic partnerships. Develop co-sell and channel relationships with cloud providers and marketplaces, HPC vendors, systems integrators, hardware partners, universities and national labs.
• Shape pricing and packaging. Work with Product and Finance to define how we price and package access, software and services.
• Bring the market into the company. Share customer, partner and competitive insight with Product and Engineering to inform roadmap priorities.
• Represent Horizen Labs externally. Build our profile at conferences, in industry consortia, and with analysts, investors and government stakeholders.
• Pursue non-dilutive funding. Identify and secure co-development grants and government programs alongside partners.
• Build the team. Hire and lead a BD and partnerships team as revenue scales.

Qualifications

• 7+ years in enterprise business development, strategic partnerships or strategic sales in deep tech, HPC, cloud, AI infrastructure or other complex technical platforms, including 3+ years leading a function or team.
• A track record of building commercial traction from an early stage, such as taking a frontier technology from $0 to $1M+ ARR, or landing marquee design partners and multi-year contracts with Fortune 500 enterprises.
• Experience closing complex, high-value deals with long cycles and many stakeholders across the C-suite, R&D and procurement.
• An established network in Defense, enterprise R&D, the cloud and HPC ecosystem, or the quantum industry.
• Technical fluency in quantum computing, HPC or advanced simulation, enough to discuss use cases, constraints and value credibly. Quantum experience is strongly preferred.
• Comfort being both strategic and hands-on: setting direction one day, personally running outbound and negotiations the next. Relevant backgrounds include BD or GTM lead at a Series A–C quantum or deep tech startup, Director of Strategic Partnerships or Alliances at a cloud or HPC vendor, or an enterprise sales leader for complex technical platforms.

Horizen Labs is an equal opportunity employer

• Horizen Labs is committed to providing reasonable accommodations to individuals with disabilities. If you need a reasonable accommodation for any part of the employment process, please send an email to recruiting@horizenlabs.io and let us know the nature of your request and your contact information.